Account Director, Public Sector (DHS / CDC)

TRM Labs

1d • Remote

About The Position

TRM Labs provides AI-powered intelligence solutions that help public and private sector agencies investigate and disrupt crime. TRM's platforms enable investigators to trace illicit activity, build cases, and construct operating pictures of threat networks. Leading agencies and businesses worldwide rely on TRM to make the world safer and more secure. We are looking for an Account Director, Public Sector (DHS / CDC) to own and grow TRM's footprint across the Department of Homeland Security and adjacent US National Security accounts, with primary responsibility for properly servicing the Cyber Disruption Center (CDC) contract and expanding TRM's coverage of US LE cyber missions. This is a high-trust territory-owner role for a self-sufficient federal seller who can independently build pipeline, navigate FAR-based procurement, and serve as a credible US LE liaison.

Requirements

• 5+ years of Federal SaaS sales with consistent net new ARR attainment in DHS components, US LE / NatSec agencies, or similar federal cyber-focused buyers.
• Demonstrated ability to navigate federal procurement vehicles: GWACs, BPAs, IDIQs, GSA Schedules, CIO-SP3, SEWP, Alliant 2, and FAR-based contracting.
• Existing relationships with DHS, CISA, USSS, HSI / ICE, CBP, or the CDC mission set strongly preferred.
• Active US Government Security Clearance strongly preferred (Secret minimum; TS / TS-SCI a plus).
• Proven track record of self-generated pipeline. This is a territory-ownership role, not a lead-harvesting role.
• Strong executive presence; comfortable at SES level and above.
• Excellent consultative selling skills, listening first, proposing second, always tying back to agency mission.
• Demonstrated AI fluency. Comfortable using AI tools daily across prospecting, account research, outbound, RFP, and reporting.
• Proficient in Salesforce, BoostUp, and modern AI-powered prospecting tools.
• Crypto, blockchain, AML, or financial-crime domain experience strongly preferred.

Responsibilities

• Stabilize and grow the CDC (Cyber Disruption Center) account. Serve as the named US LE liaison and the trusted single point of contact between TRM and CDC mission owners, contracting officers, and cyber investigators.
• Own and build pipeline across DHS components (CISA, USSS, HSI / ICE, CBP) and adjacent NatSec accounts. Map the territory within 30 days and stand up 3x pipeline coverage within 90 days.
• Run end-to-end federal sales cycles: discovery, technical evaluation, procurement, and close. Navigate GWACs, BPAs, IDIQs, GSA Schedules, CIO-SP3, SEWP, and Alliant 2 without hand-holding.
• Use AI as the default first move across the workflow: Claude and ChatGPT for prospecting and outbound, Perplexity for procurement-vehicle research, Orion live in customer conversations as a differentiator. Aim to free 4 to 10 hours a week of admin time and redirect it to customer engagement.
• Position TRM BI and Orion as mission-critical platforms for cyber disruption, illicit finance investigations, and sanctions enforcement. Bring Solutions Architecture, GI, Compliance Advisory, and Policy into the right conversations at the right time.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed